Red-Hot Cold Call Selling : Prospecting Techniques That Really Pay Off (Paperback)--by Paul S. Goldner [2006 Edition] ISBN: 9780814473481

"Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere. Readers will learn how they can: define and target their ideal market -- and stop squandering time, energy, and money on unfocused prospecting ; develop a personalized script utilizing all the elements of a successful cold call ; get valuable information from assistants -- and then get past them ; view voice mail not as a frustrating barrier, but as a unique opportunity. Red-Hot Cold Call Selling is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. The book includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more."--Publisher description Contents......Page 8 Preface......Page 10 Acknowledgments......Page 16 1. Prospecting: An Essential Element to Your Selling Success......Page 20 2. What Is Prospecting?......Page 31 3. The Power of Prospecting......Page 42 4. Becoming Rejection-Proof......Page 58 5. Smart Prospecting......Page 68 6. The 10 Commandments of Prospecting......Page 90 7. Anatomy of a Cold Call......Page 108 8. Your Prospecting and Business-Development Strategy......Page 127 9. Handling Objections......Page 149 10. Working with Voice Mail and Administrative Assistants......Page 182 11. Public Relations: How to Make Your Prospects Come to You......Page 192 12. How to Leverage Your Success......Page 199 13. Tracking Your Progress......Page 204 Conclusion. Final Thoughts: The Four Teps to Success......Page 215 Bibliography......Page 218 C......Page 220 F......Page 221 N......Page 222 R......Page 223 S......Page 224 Y......Page 225 This guidebook is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips you can use to elevate your prospecting skills and take their sales into the stratosphere. You will learn how you can: define and target your ideal market — and stop squandering time, energy, and money on unfocused prospecting develop a personalized script utilizing all the elements of a successful cold call get valuable information from assistants — and then get past them view voice mail not as a frustrating barrier, but as a unique opportunity Red-Hot Cold Call Selling includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more. Annotation Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere